Tibor Shanto

JUNE 17, 2021

I am proposing that you make it safe to miss a sales target. I have some research that makes this a great debate to have in your sales team right now. What hypothesis I am proposing is this: Ambition is key – investing energy in low balling targets will hurt you in the long run. Does this describe your sales organisation?

Objectives and Key Results 293

Objectives and Key Results Quota Sales Drivers/motivators 293

Tibor Shanto

AUGUST 5, 2021

In sales the go to is often sports, and one can understand why. It start with how sellers think about time; which is why in sales, time is value not money. The challenge for many sellers is defining Objectives. But the reality of sales is that each day, quarter, and year you have more to juggle and no more time to do it in.

Objectives and Key Results 293

Objectives and Key Results Sales CRM Prospecting 293

Martech

NOVEMBER 13, 2024

He emphasized the importance of stepping into a role that aligns with the organization’s growth and profitability objectives. In his words, marketing leaders must evolve into strategic contributors whose insights drive core business results. In essence, marketing needs to reframe its purpose within the organization.

Drivers/motivators 130

Drivers/motivators Growth Objectives and Key Results Strategize 130

STAR Results

JUNE 3, 2020

Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Now is the time to get sales on track. Even though we are still social distancing and face to face selling may not resume until 2021, you are still responsible for sales results. As a result, they have had to adapt their messaging.

Closing 247

Closing Objectives and Key Results Sales Follow-up 247

Closing Bigger

FEBRUARY 10, 2025

Sales Leadership Podcast Summary with Mike Curliss, President of Sales at Maximizer, and Shane Gibson Keynote Sales Speaker and CEO of Professional Sales Academy. The debate between sales leadership and sales management has been ongoing for decades. Which drives results? Which is more important?

Objectives and Key Results 85

Objectives and Key Results CRM Sales Strategize 85

Martech

AUGUST 19, 2024

Sales and marketing alignment : ABM fosters stronger collaboration between sales and marketing teams, aligning them toward common goals. It ensures your marketing efforts are focused on high-value targets that align with your business objectives. Here’s how to effectively identify and select these key accounts.

B2B 114

B2B Objectives and Key Results Campaign Contact 114

Veloxy

DECEMBER 9, 2024

You’ve invested in Salesforce , hoping to streamline your sales process, improve customer relationships, and more. Despite this, you might be frustrated by underwhelming results and a lackluster adoption from your team. Why Salesforce Adoption Fails Your sales team should dedicate themselves to changing the way they work.

Objectives and Key Results 130

Objectives and Key Results Negotiate Outside Sales Follow-up 130

Martech

SEPTEMBER 20, 2024

This results in what I would call “random acts of AI.” This has cut configuration times by 20%, boosted sales leads, and reduced infrastructure costs by 30%, improving the overall customer experience. For those who have started, they are falling into the trap of using AI for isolated tasks without a strategic framework.

Profit margin 126

Profit margin Objectives and Key Results Strategize Legal 126

Martech

AUGUST 8, 2024

OLIVER’s generative AI tool Slipstream lets users create complete creative briefs to get better results from their agency partner. It checks the initial brief — whether a formal document or a hurried email – for all the key components, such as budgets, timings, target audiences and objectives.

E-commerce 116

E-commerce Objectives and Key Results Hospitality Strategic planning 116

STAR Results

NOVEMBER 14, 2021

Sales Eagles Soar Turkeys to Get Consumed. If you are chasing your 2015 sales numbers, you need to return from this holiday weekend highly energetic, focused and ready to sprint to the finish line. When I was running a sales force , I was equally focused on finishing the year off and starting the next year even stronger.

Territory 227

Territory Objectives and Key Results Sales Start-ups 227

Partners in Excellence

JANUARY 6, 2025

I do a good number of Sales Kickoff speeches I don’t give many speeches to general audiences or at conferences. Most of the time, my speaking is at the SKO of a client, with whom we’ve been working on key change initiatives. They fit the sponsor’s objectives. You are here for several days to learn new things.

Objectives and Key Results 127

Objectives and Key Results Territory Clients Drivers/motivators 127

Veloxy

NOVEMBER 30, 2023

Despite discussions of outside sales dying, field sales are far from obsolete. Outside sales remain invaluable to companies, even as we move towards hybrid models. A 2023 study revealed that field sales teams outperformed their inside counterparts by 14%. In this guide, we’ll explore field sales enablement in-depth.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

Martech

JULY 18, 2024

Cut costs but don’t cut the results As you’ll see in Slack communities and subreddits, teams are being asked to cut costs while still driving results. This fear of making the wrong decision leads to excessive caution and delays, especially in B2B marketing, where long sales cycles and significant investments increase the pressure.

Objectives and Key Results 114

Objectives and Key Results Government Strategize Launch 114

Heinz Marketing

JULY 19, 2024

As we work to adapt their strategies to the ever-changing market, one key decision that is becoming more common is whether to leverage AI technologies or partner with a specialized agency to achieve their goals. This decision hinges on various factors, including the nature of the task, budget constraints, and long-term strategic objectives.

Strategize 114

Strategize B2B Lead generation Objectives and Key Results 114

Veloxy

JANUARY 2, 2024

As a sales leader, your efforts directly impact the company’s stability and growth. However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. However, it’s not due to a lack of effort by the sales team.

Product 246

Product Territory Objectives and Key Results Sales 246

Veloxy

FEBRUARY 13, 2023

Open ended sales questions are a crucial aspect of the sales process. Additionally, we’ll cover some of the common mistakes to avoid when asking open ended sales questions. What are open ended sales questions? What are open ended sales questions? Why should you ask open ended sales questions?

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Veloxy

JUNE 15, 2023

The year 2023 has brought with it new challenges and opportunities in the world of outside sales. As sales professionals navigate this ever-changing landscape, the secrets to their success lie in adapting to industry trends , leveraging technology, and honing essential skills.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

Tibor Shanto

JULY 7, 2021

Want to split a room of salespeople, just ask if “sales is a numbers game or not?” Full disclosure, I came from the sales is a numbers game camp. While it is safe to say I have evolved, I have not abandoned my “sales is a numbers game” friends. But as is the case when we evolve, one can emerge with a third, better alternative.

Objectives and Key Results 301

Objectives and Key Results Quota Gaming Commission 301

Martech

NOVEMBER 6, 2024

Updated CRM object merge behavior to be aware of. Highlight key data instantly with conditional formatting in reports. How it helps you This update improves the mobile prospecting experience by giving sales reps a quick overview of their pipeline and highlighting the number of leads at each stage.

Objectives and Key Results 113

Objectives and Key Results CRM Pipeline Contact 113

Veloxy

SEPTEMBER 28, 2023

Door-to-door sales can be a great way to make money, but it’s not without challenges. Two people could be selling the same product, but experience very different results. In this guide, we’ll cover some of the best door-to-door sales tips to help you achieve your goals. Keep reading for more.

Objectives and Key Results 264

Objectives and Key Results Pitch Angle Sales 264

Martech

DECEMBER 4, 2024

If those tools aren’t driving real, measurable results, they’re not helping — they’re just draining your budget. A clear understanding of core objectives (i.e., Key actions Align marketing goals with corporate strategy: Break down how marketing can influence broader business objectives, like revenue growth or market expansion​​.

Objectives and Key Results 122

Objectives and Key Results Technology Technology High impact 122

ClickFunnels

OCTOBER 22, 2021

The post 11 Tips For Building An Explosive Sales Funnel appeared first on ClickFunnels. And a sales funnel is just a systematic way of creating these direct response marketing experiences — except it’s done online and on autopilot. Here are some tips for creating explosively successful sales funnels. Drive High-Quality Traffic.

Objectives and Key Results 248

Objectives and Key Results Sales Non-Profits Follow-up 248

Martech

AUGUST 8, 2024

The insights below will help you evaluate the current martech stack and identify the 20% of tools that generate 80% of your results, setting the stage for optimizing your martech operations. Look for tools that: Drive multiple KPIs : For example, a CRM that improves lead quality, shortens sales cycles and boosts customer retention.

Objectives and Key Results 118

Objectives and Key Results Strategize Technology Technology 118

Hubspot

MARCH 12, 2025

Buyers face the same challenge every day, making simplicity a superpower in sales. Lets take a look at the basics of SNAP and how you can start using it in your sales cycle. SNAP selling is a sales methodology created by sales strategist Jill Konrath , based on her book, which covers the process extensively.

Sell 61

Sell Objectives and Key Results Pitch Sales 61

Martech

OCTOBER 14, 2024

Answer: To improve marketing operations effectively, consider focusing on the following key areas: 1. Marketing technology stack management: Ensure you have a well-integrated marketing technology stack that aligns with your marketing objectives. Prompt: What are the top areas I should focus on to improve marketing operations?

Objectives and Key Results 111

Objectives and Key Results Territory Click Through Rate CRM 111

Tibor Shanto

AUGUST 24, 2021

And the one thing in abundance in B2B sales, is talk, often just for the sake of talk, not communication. For many, including myself, a key attribute is curiosity; but it is one thing to talk about it, different to execute. Curiosity is not a sales skill; curiosity is a way of life. Curious About Life.

Objectives and Key Results 326

Objectives and Key Results Quota Technique Prospecting 326

Heinz Marketing

SEPTEMBER 24, 2024

By Sarah Threet , Marketing Consultant at Heinz Marketing In a fast-paced sales environment, Sales Development Representatives (SDRs) face the constant challenge of balancing high-volume outreach with personalized engagement. Dooly automates the process of updating CRM records by syncing notes from sales calls and meetings.

Objectives and Key Results 104

Objectives and Key Results GTM CRM Follow-up 104

STAR Results

OCTOBER 8, 2021

How to Motivate Your Sales Team. Sales leaders agree that a highly motivated and engaged sales force drives greater performance. Many sales managers ask me how to ensure that they have a highly motivated and engaged team, and I usually ask them “WHY”? .” Tap into the WHY! 1. External Factors.

Drivers/motivators 206

Drivers/motivators Objectives and Key Results Commission Sales 206

Martech

OCTOBER 31, 2024

To address these challenges, we are testing a generative AI pre-approval bot to overcome these objections and convert more customers. As a result, the traditional pre-approval process, which often requires sharing financial information over the phone or in a dealership, can be a significant barrier. and “What’s my down payment?”

Objectives and Key Results 130

Objectives and Key Results Retail Finance Launch 130

Martech

AUGUST 7, 2024

As predictable as the sun coming up in the morning, each day I speak with sales and marketing leaders who fear they’re not doing enough with AI and have fallen too far behind. This is its key strength: effectiveness. They feel unsuccessful and worried they aren’t meeting leadership expectations. Take a deep breath.

B2B 122

B2B Objectives and Key Results Legal Territory 122

Sales Hacker

SEPTEMBER 24, 2022

Building a sales funnel that aligns with your business goals is essential. I’m the head of Product at Datanyze, specializing in sourcing up-to-date prospect contact info to keep your pipeline flowing and sales funnel fresh. What is a sales funnel? And then there’s the sales funnel. The 4 stages of a sales funnel.

Objectives and Key Results 132

Objectives and Key Results Cold Call Sales Follow-up 132

SaaStr

JANUARY 8, 2025

When Lindsey joined, she inherited an already built-out self-serve/PLG model for small businesses and a mid-market and enterprise sales, customer success, and post-sales team. But at the start of its expansion play, Checkr’s enterprise motion failed, and sales cycles were slow, taking up to a year for $100k & up deals.

Objectives and Key Results 119

Objectives and Key Results Growth Engineering Quota 119

Search Engine Land

SEPTEMBER 17, 2024

Dig deeper: Why video is key to building brand identity and engagement Mastering social search: Why and how to maximize your video content’s reach across platforms The rise of social search brings important changes content creators must consider: Increased importance of engagement metrics. Dig deeper: Is TikTok a search engine?

Objectives and Key Results 87

Objectives and Key Results Click Through Rate A/B testing Education 87

Veloxy

DECEMBER 28, 2023

The world of sales is vast, and if you’re a sales professional, you’ve likely been exposed to both inside and outside sales roles. However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Iannarino

FEBRUARY 28, 2024

9 Questions B2B Sales Leaders Must Answer Why isn’t improving B2B sales effectiveness your most important initiative? Over the last two decades, many sales leaders have chased every shiny object that was put in front of them. It is impossible to identify anything more important than increasing sales win rates.

B2B 218

B2B Objectives and Key Results Pipeline Sales 218

Search Engine Land

AUGUST 22, 2024

Your approach depends on the account’s size, conversion volume and overall business objectives. This results in wasted spend. You have little to no control regarding product prioritization and are handing the keys over to Google’s algorithm with smart bidding. Focus on best sellers wouldn’t facilitate their key objective.

Campaign 85

Campaign Objectives and Key Results Non-Profits Territory 85

Sales Gravy

SEPTEMBER 12, 2024

On this episode of The Sales Gravy Podcast, host Jeb Blount sits down with sales expert Brian Parsley to tackle one of the most common objections faced by sales professionals—price. This mindset reduces pressure, allowing them to focus on the conversation rather than the result. -

Price 98

Price Objectives and Key Results Trust Pipeline 98